By: Denny Chapman Jr. When it comes to planning, there are a lot of smarter people than I, who have eloquently spoken of the importance of planning and results of failing to do so: “A goal without a plan is just a wish.” – Antoine de Saint-Exupéry (French aristocrat, writer, poet, and pioneering aviator) “By […]

If you have tuned into the last few blog posts, then you will be familiar with the theme – a 5 part series on best practices for optimizing strategic account performance. In the first 2 parts of the series we discussed Account Segmentation, and a Competency Model for Strategic Account Managers…Which brings us to part […]

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The Chapman Group, founded in 1988, is a consulting firm that solves sales and account management challenges resulting in stronger relationships, increased revenues, and higher margins. We assist clients of all sizes, across a broad spectrum of industries, through the implementation of innovative processes, methodologies, best practices, skills and tools.